I still keep her voice message so I never forget feeling like total crap.
A few year ago, a private client (we’ll call her Linda) called in a panic. We’d recently done a sales strategy VIP session but her sales were getting worse – not better.
Talk about feeling like a fraud. She paid me a pretty penny. What in the &*%@ had I done?!
(If you’ve ever had that experience, remind me to tell you about a great book that addresses the impostor syndrome.)
Fast forward three years to November 2014.
Another client (we’ll call her Deb) crafted her sales strategy for one of her services at my true. event last Friday.
The very next day, a prospect called her and she figured “I have nothing to lose by asking the questions I crafted at true.”
Deb closed the deal. And she did it at a 50% higher rate than she’d been charging. Earning back triple her true. investment within 24 hours.
So what happened with Linda three years ago? You remember. The one I thought I had totally screwed over.
I asked her to record a sales call so I could hear where things were going wrong.
And my, oh my.
Within the first two minutes, the prospect told Linda that she wanted to hire her. So she assumed the sale was “hers to lose.”
That, my friend, is the kiss of death.
So I gave her further coaching and she closed a sale that same day. And three more the next day. In fact, she closed $16,000 worth of business within just a few days of our course correction.
What’s the difference between “yours to lose” and “nothing to lose?”
It’s never “yours to lose.” Because it’s not yours. You don’t have it yet. How could you lose something you don’t own?
Having “nothing to lose” is shoving Fear and Doubt aside. Asking the tough (and thoughtful) questions. And getting hired more often because of it.
For the record, I also keep Linda’s NEXT voice message telling me she closed her next sale. The joy in her voice is music to my ears.
Listening to the contrast between her two messages has gotten me through some very low times over the past few years.
They’re my reminders to always keep my clients’ best interests in mind. That I’m human. And that my sh*t works when my clients bust through their Fear and actually follow through.
I hope you keep a “win” file (voice, email, notes) to remind yourself that you’re pretty darn remarkable too. Especially during the times you feel like a fraud.
What do you have to lose?!
p.s. Got selling stories in addition to “losing?” Click to check out this old blog post on the topic. (Go ahead and have a giggle about my old hairstyle while you’re there.)
Sofia came to me in tears.
She thought she had things under control. And then her biggest client canceled their contract which created a cash flow crunch.
“Now what? How am I going to make ends meet?” she asked. “I’m going to have to get a JOB!” She thought she had things under control.
Long before I launched The Biztruth, I helped people find and start franchises.
And franchises don’t come cheap.
You have a franchise fee. Training, technology, possibly a lease and many other expenses. Not to mention working capital. And all sorts of other things that require moola.
As you might imagine, I spent a fair amount of time helping my clients figure out ways to fund their American Dream during those years. 100 of them!
Thankfully that comes in handy when an entrepreneur comes to me in tears like Sofia did.
Even though you don’t own a franchise, you still have a lot of expenses and surprises that require some quick action when sales are down.
Olivia’s situation was a little different.
She’d invested tens of thousands of dollars in program and coaches but still hadn’t gotten herself or her business off the ground. Credit card bills were piling up. But she wasn’t ready to give up on her dream of making her business fly so she needed fresh options.
When I wrote my book about how to buy a franchise, funding was one of the many topics I covered.
And when I started The Biztruth, I put together a report for the independent entrepreneurs – like Sofia and Olivia – who find themselves on the verge of busting loose but are broke.
It’s a report about 7 ways you can get funding in your business in 30 days. And I just updated it recently so want to share it with you today.
No need to opt-in.
And feel free to pass it along to anyone in your circles who might need a boost.
Wishing you the best.
* Sofia and Olivia aren’t their real names. But their situations are VERY real.
Take the business True or False quiz.
This is one of my favorite games because there’s no middle ground. The answers are black and white.
Darling, if you answered True to any of these questions and don’t have a solid plan that feels true to you, get your sweet self some support!
Grab you copy of the Top 5 Ways to More Fun, Freedom and Profit In Your Service Business (bonus: you can ditch the one-size-fits-none blueprints!)
For this open Q&A session, we started off talking about the 4Ds of business model design with emphasis on defining who your ideal clients are and what you and your company do for them.
Then I fielded your questions about business model design, messaging, marketing and sales strategy. Watch the video below to catch what you missed.
Before I started my Guru Detox a few years back, I found myself sitting in California at yet another pitch fest with 250 of my fellow entrepreneurs.
I felt so lucky to have gotten a VIP ticket for only $147 for this 3-day event. What a steal!
In hindsight, I know that the stealing had already begun.
I had just moved to New York City a few weeks before. I was exhausted. And jet lagged.
And disappointed by a $13,000 letdown I had with the event host a few weeks earlier. (Remind me to tell you about that another time. Aye!)
I took a LOT of notes over those three days. There was a lot of good info, although a bit confusing because it was presented in a way that was hard to make sense of how it all fit together.
And I met some really cool people. A guy from the UK who knows a thing or two about evolutionary psychology. A woman who’s become a business celebrity since we met. And a colleague I was excited to finally meet in person.
After the offer was made for the host’s $25,000 MasterMind and the appropriate amount of time had passed to swoop up as many sales as possible (I’ll tell you about the Guru Event Formula someday too), there were a series of guest speakers who did 90-minute talks and made a pitch for a program they were offering.
I found myself
in a trance
in the back of the room
pulling out my
to buy a
that I have never used.
I may as well have burned the money.
And the story doesn’t end there.
I bought a $1000 program that weekend too.
Which I did implement about a year later. It brought in no additional revenue over previous launches. And demolished my relationship with my community in a matter of 4 weeks. More on that another time. Sigh.
You might have done the math and wonder why I didn’t name this “my $2,647-plus-travel-and-hotel mistake?”
Hell, we could call it my $17,500 mistake. My $500 mistake. My $10K mistake. Take your pick.
It’s because I knew the event would be carefully designed for me to buy stuff. And I had no business spending a dime on a DIY program that wouldn’t immediately generate sales for me. And I mean PRONTO because I had just moved to a city that doubled my cost of living!
What can you learn from my mistakes?
1. Know the game going in.
Most (not all) events are designed to sell you something. If you justify that the cheap-o event is a networking and learning opportunity, but you walk away without a new client or an actionable plan to make money in your business without having to spend more money, was it really worth your time?
I don’t need to tell you that it’s not okay to not make money in your business. Or do I?
2. Tune in to how you learn best.
That program sitting on my shelf might have saved me tens of thousands of dollars or rescued me from certain doom if I could only get myself to implement it. But. I. Hate. Self. Study. Programs. I don’t buy them anymore because I recognize I’m a people person and I want direct access to the coach or creator of the program. Give it to me live, baby!
3. Own your decisions.
Was it their fault I bought their stuff and bombed it? Hell no! Bravo that they can sell so effectively from the stage!
Was it my fault I bought their stuff? Abso-flipping-lutely.
Learning from other people’s mistakes is a LOT less expensive – so if I can open your eyes in a way that keeps you from screwing up royally like I have along the way – I can live with my mistakes.
If’ you have a limited budget and learn best in an interactive environment, check out the one-day, pitch-free true. event on November 7 in NYC. We’ll create an actionable plan for you to sell more of a program, package or service you currently (or want) to offer. Let’s rebuild that nest egg, Sister. Save your seat here: http://thetrueevent.com